Regional Director of Sales

3 weeks ago

Marietta GA United States AMS Franchise Solutions Full time


FUNDAMENTAL EXPECTATIONS

REGIONAL DIRECTOR OF SALES


Duties and Responsibilities


Regional Director of Sales will be responsible for the following:


  • Review ROHM hotels to ensure properties are managing accounts, ensuring pertinent aspects of solicitation and closing are complete and documented in STS - Sales Tracking Systems.
  • Create and implement a training agenda for new Sales people at our hotels.
  • Onboard any new DOS or Sales person who starts at our hotels.
  • Create SOPs for all hotels that all elements of the sales process. Some examples include taking inquiries, conducting site inspections, cold calls, sales blitzes, creating and using collateral, etc.
  • Create booking goals for each sales person by quarter based on group and catering revenue as well as outside solicitation calls.
  • Attend monthly networking events as needed.
  • Train sales people on maintaining close relations with the major accounts, tourism, business associations, and community leaders to develop positive rapport and ensure repeat business, increase satisfaction and account revenue.
  • Locate and develop new business through obtaining accounts from competition, contacting new customers in the market through internet prospecting, IHG city volume reports, OPERA reports, cold calls, sales appointments, target accounts outlined on hotels marketing plan.
  • Conduct with General Manager a daily and/or weekly Sales business review meeting to discuss potential business, contracts, rate strategy, stay patterns, group allotments, etc.
  • Conduct with General Manager a group resume meeting with department managers to discuss incoming groups, meetings and /or functions needs and tasks each department is responsible for.
  • Work closely with General Manager and front desks to ensure the selling strategies are understood and adhered to, and revenue is maximized.
  • Roll out an Excel version of the SWOT analysis for all the hotels. Train DOS and GM on how to complete it and the importance of doing it in person.
  • Ensure sales people are aware of all the avenues to get group business from (i.e. Meeting Broker, Hotel Planner, CVENT, Hoovers, MI Leads for Marriott, IHG LeadShare, Delphi, etc.
  • Complete/Implement quarterly action steps from Marketing Plan that are SMART (Specific, Measurable, Accountable, Realistic, Timely)
  • Coordinate and determine what month-end reports are needed from each hotel to submit to ROHM.
  • Job involves EXTENSIVE travel to all ROHM hotels.
  • Communicate openly and frequently with Corporate/ROHM personnel, in order to maximize synergy.
  • Perform any and all duties not specifically outlined above that are an inherent part of the position. Perform and execute any requests made by Corporate in a cooperative and expeditious manner.
  • Keep all financial and Hotel Data information that is reviewed and prepared confidential to ROHM Group. This information may not be shared to other non- ROHM Group hotels or individuals.



Sales Administration/Time Management


  • Coach and counsel Sales Department.
  • Develop and execute standard operating procedures for the Sales Department.
  • Review all contracts for appropriate clause, concessions, negotiated rates, etc. before it is sent out to clients.
  • Plan your week submit and/or discuss weekly schedule with Director of Operations.
  • Become proficient with all computer systems and all reporting (OPERA, OnQ, Merlin, MGS, Delphi, Lightspeed, STS Sales Tracking Systems, etc.)
  • Complete all online brand Sales and Revenue Management brand trainings
  • Develop a Marketing Plan by gathering historical and competitive data, then setting goals and determining action plans to meet those goals.
  • Perform any and all duties not specifically outlined above that are an inherent part of the position. Perform and execute any requests made by corporate or supervisor in a cooperative and expeditious manner.




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